The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
20Sales: Inside ElevenLabs $330M ARR Sales Machine | The 20x Sales Comp Plan Reps Must Hit | How to Land and Expand in a World of AI | Why Product-Market-Fit is BS, Reps Should Not Be in the Office and Outbound is King with Carles Reina
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Show notes
Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $330M in just 3 years. Carles is also an active investor with investments in ElevenLabs, Revolut, Happy Robot and more.
AGENDA:
0:00 How I Turned $20K into $16M with Revolut Angel Investment
10:45 Why I Don't Believe in Product-Market Fit
15:40 How to do Land and Expand: Turning $12K Deals into Millions
19:40 The 20X Rule: A "Ruthless" Comp Plan for Elite Reps
24:35 Public Shaming? Why Honest Pipeline Reviews Save Companies
28:50 Why Your Sales Reps Should Never Be in the Office
35:45 The Outbound King: How to Pivot from 90% Inbound
45:45 "Vibe Coding" & The Death of Technical Ceilings
55:35 Why I'd Fire Myself: The Secret Psychology of High-Performers